Laboratory Solutions Specialist (LSS)
About The Position
McKesson is seeking a Laboratory Solutions Specialist (LSS) to serve as the laboratory sales expert supporting its Ambulatory Care field sales organization in the Houston, Texas market. The role partners with Account Executives and other internal teams to identify laboratory opportunities, assess customer environments, recommend equipment and solutions, demonstrate clinical, operational, and economic value, and help advance opportunities through the sales process and close. The specialist develops customer and internal-partner relationships, supports sales of laboratory equipment—particularly immunoassay, chemistry, and hematology solutions—and helps grow sales of capital equipment, reagents, consumables, and related solutions. The role also supports instrumentation implementation, installation, and customer acceptance, and encourages ongoing growth through menu expansion, reagents, and consumables. Candidates must live in Houston or within approximately 50 miles and be comfortable traveling regularly throughout the territory. The work is based from a home office and customer locations.
Requirements
- At least 4 years of relevant experience.
- At least 4 years of B2B field sales experience.
- At least 2 years of experience selling laboratory equipment, including immunoassay products or solutions.
- Experience selling within chemistry, hematology, and immunoassay environments.
- Working knowledge of laboratory distribution and key industry participants.
- Ability to identify customer needs and translate technical laboratory expertise into sales solutions.
- Demonstrated ability to build strong relationships with customers and internal sales partners.
- Ability to influence, train, and collaborate across teams.
- Must reside in Houston, Texas, or within approximately 50 miles of Houston, and travel regularly throughout the assigned territory.
- Valid driver’s license and acceptable driving record; a 7-year Motor Vehicle Record check is conducted during pre-employment screening, with ongoing requirements through McKesson’s Auto Program.
Nice To Haves
- Experience with CLIA-waived and non-waived products.
- Strong knowledge of laboratory products and their clinical applications.
- Familiarity with CPT codes and reimbursement processes.
- Understanding of CLIA-waived and non-waived product classifications.
- Experience working collaboratively with generalist field sales representatives or Account Executives in a specialist or overlay sales model.
Responsibilities
- Serve as a laboratory subject-matter expert throughout the sales process, identifying opportunities and helping advance them toward close.
- Identify capital equipment opportunities and laboratory needs within customer accounts.
- Drive sales of laboratory equipment, with emphasis on immunoassay, chemistry, and hematology solutions.
- Meet or exceed sales goals for capital equipment, reagents, consumables, and related laboratory solutions.
- Identify opportunities for menu expansion and continued growth after equipment placement.
- Build trusted relationships with Ambulatory Care Account Executives and serve as their laboratory resource.
- Join Account Executives in customer conversations requiring specialized laboratory expertise.
- Help sales partners identify laboratory opportunities and determine strategies for pursuing them.
- Collaborate with sales partners throughout the sales process to advance opportunities and close business.
- Position McKesson Laboratory Solutions using knowledge of laboratory distribution, instrumentation, and competitive market dynamics.
- Explain the clinical, operational, and economic value of McKesson’s laboratory portfolio.
- Assess customer needs and recommend appropriate laboratory equipment, products, and solutions.
- Navigate sales discussions with clinical users, business decision-makers, and other stakeholders.
- Develop customer relationships and provide guidance throughout sales and implementation.
- Collaborate with internal teams and supplier partners to prioritize opportunities and align solutions with customer needs.
- Provide guidance on laboratory setup, regulatory considerations, and product classifications.
- Support new instrumentation implementation, installation, and customer acceptance.
- Manage a field territory and multiple opportunities at different stages of the sales cycle.
- Maintain accurate sales activity, opportunity, and customer records.
- Prioritize opportunities based on customer need, sales potential, and strategic value.
- Stay current on laboratory industry trends, technology, products, and compliance standards.
- Serve as a resource for internal and external stakeholders.
- Train and support Account Executives and other partners on laboratory products, applications, and sales opportunities.
Benefits
- Company vehicle with fuel card or monthly auto allowance of $668.
- 16 days of paid time off.
- 5 additional personal holidays.
- 7 fixed company-observed holidays.
- Company-matched 401(k).
- Comprehensive health and wellness benefits.
- Competitive compensation package, including base salary and target sales incentive.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
